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~person:"Homburg, Christian"
~person:"Schmitz, Christian"
~subject:"Verkaufspersonal"
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Verkaufspersonal
Beziehungsmarketing
124
Relationship marketing
124
Deutschland
82
Theorie
82
Theory
82
Marketingmanagement
81
Germany
77
Marketing management
66
Vertrieb
48
Lieferantenmanagement
47
Marketing
47
Supplier relationship management
47
Strategisches Management
38
Physical distribution
36
Customer satisfaction
35
Erfolgsfaktor
35
Kundenzufriedenheit
35
Success factor
33
Consumer behaviour
31
Konsumentenverhalten
31
Salespeople
30
Business-to-business marketing
27
B-to-B-Marketing
26
Selling
26
Verkauf
26
Strategic management
22
Management
20
Market research
19
Marketingtheorie
19
Marktforschung
19
Kundenmanagement
18
Kundenbindung
16
Verbraucherzufriedenheit
16
Estimation
15
Schätzung
15
Beschwerdemanagement
13
Beziehungsmanagement
13
Complaint management
13
Kundenorientierung
13
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4
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English
29
German
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Homburg, Christian
Schmitz, Christian
Agnihotri, Raj
33
Ahearne, Michael
24
Jaramillo, Fernando
20
Wieseke, Jan
20
Rapp, Adam
19
Alavi, Sascha
18
Johnson, Jeff S.
18
Schwepker, Charles H. <Jr.>
18
Bolander, Willy
17
Friend, Scott B.
17
Itani, Omar S.
17
Rangarajan, Deva
17
Guenzi, Paolo
16
Chaker, Nawar N.
15
Habel, Johannes
15
Pullins, Ellen
15
Singh, Ramendra
15
Evans, Kenneth R.
14
Hughes, Douglas E.
14
Marshall, Greg W.
14
Panagopoulos, Nikolaos G.
14
Plouffe, Christopher R.
14
Rutherford, Brian N.
14
Bush, Alan J.
13
Haas, Alexander
13
Lam, Son K.
13
Lee, Nick
13
Onyemah, Vincent
13
Zablah, Alex R.
13
DeCarlo, Thomas E.
12
Hochstein, Bryan
12
Dugan, Riley
11
Flaherty, Karen E.
11
Hartmann, Nathaniel N.
11
Tanner, John F.
11
Verbeke, Willem J. M. I.
11
Bagozzi, Richard P.
10
Mallin, Michael L.
10
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Journal of marketing
7
Journal of the Academy of Marketing Science
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of personal selling & sales management
3
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
The journal of product innovation management : an international publication of the Product Development & Management Association
2
European journal of marketing
1
Gabler Edition Wissenschaft
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Kompetenz in Wissenschaft & Management
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
30
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1
Implementing the marketing concept at the employee-customer interface : the role of customer need
knowledge
Homburg, Christian
;
Wieseke, Jan
;
Bornemann, Torsten
- In:
Journal of marketing
73
(
2009
)
4
,
pp. 64-81
Persistent link: https://www.econbiz.de/10003860862
Saved in:
2
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
Saved in:
3
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
4
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
5
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
6
Achieving cross-selling effectiveness in business-to-business markets
Lee, You-Cheong
-
2017
deploying cross-selling as a customer
management
process. Because organizations often adopt a division-focused structure …
Persistent link: https://www.econbiz.de/10012025554
Saved in:
7
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
8
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
9
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
10
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
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